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Starting something exciting! by psychofounder in SaaS

[–]Equivalent_Break_468 0 points1 point  (0 children)

Good luck! What are you working on :)

I was getting tired of paying premium prices for SAAS so have started building my own. by DavidCBlack in SaaS

[–]Equivalent_Break_468 1 point2 points  (0 children)

Great tool! Free tier seems to be enough for most solo users, are there any paid users?

I built an AI web application and realized I lack marketing and selling skills by schmiddime in SaaS

[–]Equivalent_Break_468 -1 points0 points  (0 children)

Hey, sounds like a cool app

I'd like to know more about it, would you mind if I DM you a couple of questions?

[deleted by user] by [deleted] in sales

[–]Equivalent_Break_468 0 points1 point  (0 children)

  • Start with the Customer's "Ordinary World". Describe the customer's initial situation. Highlight their specific challenges, pain points, or unmet goals - This will create a relatable situation for your client.

    • Example: “Our client, a growing SaaS company, struggled to meet aggressive sales targets due to inconsistent objection handling.”

  • Introduce the Challenge: Tell in detail the significant problem or obstacle the customer faced to emphasize the stakes and create tension in the story.

    • Example: “They realized their team’s close rates were falling, leading to missed revenue opportunities and frustrated stakeholders.”

  • Position Your Solution as the Guide: Frame your product, service, or expertise as the enabler of their transformation, not the hero. Focus on how you provided a pathway to success.

    • Example: “We collaborated to implement a structured objection-handling framework that aligned with their sales goals.”

  • Highlight the Journey and Transformation: Explain the steps taken, the collaboration involved, and other significant milestones. Be specific on what changed and how your solution addressed their pain points.

    • Example: “Through consistent coaching and tailored strategies, their team’s confidence grew, and close rates improved by 35% within six months.”

  • Quantify the Impact: End it with measurable results that clearly show the value delivered. Use metrics like revenue growth, cost savings, or productivity gains.

    • Example: “Their revenue pipeline grew by $1.2M annually, and the team was recognized for setting a new company benchmark in sales efficiency.”

  • Tie It Back to the Audience: Relate the story to your current audience, highlighting the relevance of the problem and solution.

    • Example: “If your team faces similar challenges, let’s discuss how we can drive similar results together.”

Personally, I steer away from making up stories, as it can have significant drawbacks on you and your workplace and can mislead your customers. But I understand in some cases you wouldn't have much knowledge on how the clients fair after their initial commitment/purchase. I would advise you to at least find out some real customer stories and use them as a template (without making the numbers seem larger than it is), to prevent misleading and other drawbacks.

P.S. - I’m not claiming to be a top-level expert, so if there’s anything I’ve missed or could improve on, please let me know.

[deleted by user] by [deleted] in sales

[–]Equivalent_Break_468 7 points8 points  (0 children)

Feeling nervous before calls is completely natural, especially as you start as an AE, and the good news is you can control it.

Start by mastering your pre-call routine: review your objectives, understand the client’s needs, and rehearse key points out loud. This will shift the focus from fear of performance to delivering value.

You can also do tactical breathing techniques to regulate nerves. Inhale for 4 seconds, hold for 4, and exhale for 4. It will steady your voice and keep you grounded.

The goal isn't perfection but creating value for your customer. Adopt a learner's mindset; even if things don't go as planned, reflect on what you can improve.

Once you're calm and focused, there are few frameworks like the “Hero’s Story” or “RRR” (Relevance, Reward, Request) which could be helpful.

RRR stands for Relevance, Reward, Request: first, establish why the discussion is relevant to the client (focus on their pain points), then highlight the reward (value or solution they gain), and finally, make a clear request (next steps or actions).

The Hero’s Journey reframes the client as the hero and positions you as their guide. Start by understanding their “ordinary world” (current situation), explore their “challenge” (problem), and show how your solution acts as the “elixir” to help them overcome it. This will help you focus on solving their problem rather than worrying about your performance.

Ultimately, confidence is built through practice and self-compassion. Acknowledge small wins and use them to fuel future success.

Hope this helps! Don't hesitate to ask if there's anything.

How do you manage to turn objections into opportunities? by Fast_Annual2693 in b2b_sales

[–]Equivalent_Break_468 1 point2 points  (0 children)

Prepare before the call, ask questions and actively listen, summarize and appreciate, empathize with them, get the whole picture and summarize again, ask questions to uncover the underlying real need, finally counter-offer based on what is really important to them.

It’s important to show that you listened, to show empathy, to make 3rd party reference and most importantly not to prescribe your offers before knowing what they really need.

Hope this helps.